Though spatial information is of vital importance in a wide variety of marketing decisions, geogr... more Though spatial information is of vital importance in a wide variety of marketing decisions, geographic information systems (GIS) applications are not well integrated into the marketing curriculum. Such integration faces a serious array of financial, training, faculty, technical and resource constraints. The collection of GIS modules described in this paper is a set of course-specific instructional tools that are designed for use across the marketing curriculum. Each module enables students to engage in hands-on GIS analysis that is directly related to content in the relevant course. Over the course of their academic program, students using the modules build a solid portfolio of basic GIS skills as well as an understanding of more extensive applications of the technology.
We investigate the relationship between salesperson job perception and job behaviors and their ef... more We investigate the relationship between salesperson job perception and job behaviors and their effects on sales performance. Hypotheses are tested using a sample of automobile salespeople. Generally, results show that job involvement is positively related to working hard, but no significant relationship existed with working smart. Job challenge is positively related to both working hard and working smart. Finally, both
Journal of Business & Industrial Marketing, Dec 1, 1999
Though the popular business press and many EDI industry practitioners have repeatedly heralded th... more Though the popular business press and many EDI industry practitioners have repeatedly heralded the explosive growth of EDI, the diffusion of this technology has never reached predicted levels. Seeks to fill this gap in the EDI literature by investigating how two variables (relational norms and readiness to do EDI) affect the EDI initiating firm’s implementation strategy and how these variables and strategy affect EDI performance. Develops testable hypotheses. Indicates the measures constructed to test the hypotheses empirically in a sample survey of EDI‐knowledgeable informants. Shows that when greater relationalism is present between the firms more collaborative (i.e. supportive) implementation strategies are used. Suggests that collaborative strategies and readiness to do EDI lead to better outcomes. Discusses the managerial implications of these findings and future research opportunities.
New information technologies are transforming marketing practice, leading to calls for marketing ... more New information technologies are transforming marketing practice, leading to calls for marketing academics to focus their research and teaching more tightly on areas relevant to practitioners. Developments in e-commerce, business geographic information systems (GIS), and social media offer powerful marketing tools to nontechnical users. This paper describes one department's effort to integrate these tools through an Emerging Technologies in Marketing Initiative spanning several marketing courses. It describes the development, underlying principles, pedagogical content, and academic structure of the Initiative. The paper also evaluates the performance of the Initiative and discusses the potential for and difficulties of replicating it at other institutions.
Retailers are interacting with customers via an ever-increasing number of touchpoints. The additi... more Retailers are interacting with customers via an ever-increasing number of touchpoints. The addition of social media and mobile devices to the traditional physical and virtual retail platforms has created an evolving consumer practice of using several such "touchpoints" in the course of a single purchase (the "omni-channel”). The difficulty of providing high levels of customer service has increased with the necessity of managing multiple channels under the retailer’s control and coordinating formally or informally with touchpoints not directly within the retailer’s own operations. Multiple sources of potentially conflicting information (e.g., order fulfillment) can lead to miscommunication, and thus poor service experience for customers. The purpose of this paper is to describe two preliminary studies that explore how well retailers are prepared for this increasing complexity via a content analysis of retailer website language regarding customer service policies. Impli...
Retailers are interacting with customers via an ever-increasing number of touchpoints. The additi... more Retailers are interacting with customers via an ever-increasing number of touchpoints. The addition of social media and mobile devices to the traditional physical and virtual retail platforms has created an evolving consumer practice of using several such "touchpoints" in the course of a single purchase (the "omnichannel”). The difficulty of providing high levels of customer service has increased with the necessity of managing multiple channels under the retailer’s control and coordinating formally or informally with those touchpoints not directly in the retailer’s own operations. Multiple sources of potentially conflicting information (e.g., order fulfillment) can lead to miscommunication, and thus poor service experience for customers. The purpose of this paper is to describe a five-phase study in which we explore how retailers have responded to the increasing complexity. After describing the retailing environment in this new era we lay out the phases in this resear...
Http Dx Doi Org 10 1080 1046669x 2012 635369, 2012
We introduce the SAPSaC model to see how relationship characteristics influence the implementatio... more We introduce the SAPSaC model to see how relationship characteristics influence the implementation and outcomes of a specific type of inter-organization information system—electronic data interchange (EDI). Using a relational exchange perspective, we examine the effects of interfirm system characteristics, target firm capabilities, and initiator assistance, on project outcomes. We explore effects of three system characteristics—relationalism, dependence, and tenure on initiator assistance. System characteristics and assistance are hypothesized to affect outcomes—project performance, satisfaction, and commitment to the relationship. We consider the target's task readiness an additional determinant of initiator assistance and performance. Using sample survey data from firms in the housewares industry, we find that initiator assistance stems from relationalism, not tenure. From the target's perspective, project performance derives from relationalism and tenure. Satisfaction is driven by relationalism, tenure, assistance, and performance. Commitment comes from relationalism, dependence, and satisfaction. A multi-industry study successfully replicates most of the results.
We present an experiential classroom,exercise that helps marketing students learn one of the root... more We present an experiential classroom,exercise that helps marketing students learn one of the root causes,of communicatione rrors within marketing dyads. Combining knowledge from the fields of marketing, communication, and psychology, The Communication,Exercise presents students with a list of words and phrases that are common substitutes for actual probability and time, respectively. The procedure illustrates bases for miscommunicationand,fosters discussion about
Though spatial information is of vital importance in a wide variety of marketing decisions, geogr... more Though spatial information is of vital importance in a wide variety of marketing decisions, geographic information systems (GIS) applications are not well integrated into the marketing curriculum. Such integration faces a serious array of financial, training, faculty, technical and resource constraints. The collection of GIS modules described in this paper is a set of course-specific instructional tools that are designed for use across the marketing curriculum. Each module enables students to engage in hands-on GIS analysis that is directly related to content in the relevant course. Over the course of their academic program, students using the modules build a solid portfolio of basic GIS skills as well as an understanding of more extensive applications of the technology.
We investigate the relationship between salesperson job perception and job behaviors and their ef... more We investigate the relationship between salesperson job perception and job behaviors and their effects on sales performance. Hypotheses are tested using a sample of automobile salespeople. Generally, results show that job involvement is positively related to working hard, but no significant relationship existed with working smart. Job challenge is positively related to both working hard and working smart. Finally, both
Journal of Business & Industrial Marketing, Dec 1, 1999
Though the popular business press and many EDI industry practitioners have repeatedly heralded th... more Though the popular business press and many EDI industry practitioners have repeatedly heralded the explosive growth of EDI, the diffusion of this technology has never reached predicted levels. Seeks to fill this gap in the EDI literature by investigating how two variables (relational norms and readiness to do EDI) affect the EDI initiating firm’s implementation strategy and how these variables and strategy affect EDI performance. Develops testable hypotheses. Indicates the measures constructed to test the hypotheses empirically in a sample survey of EDI‐knowledgeable informants. Shows that when greater relationalism is present between the firms more collaborative (i.e. supportive) implementation strategies are used. Suggests that collaborative strategies and readiness to do EDI lead to better outcomes. Discusses the managerial implications of these findings and future research opportunities.
New information technologies are transforming marketing practice, leading to calls for marketing ... more New information technologies are transforming marketing practice, leading to calls for marketing academics to focus their research and teaching more tightly on areas relevant to practitioners. Developments in e-commerce, business geographic information systems (GIS), and social media offer powerful marketing tools to nontechnical users. This paper describes one department's effort to integrate these tools through an Emerging Technologies in Marketing Initiative spanning several marketing courses. It describes the development, underlying principles, pedagogical content, and academic structure of the Initiative. The paper also evaluates the performance of the Initiative and discusses the potential for and difficulties of replicating it at other institutions.
Retailers are interacting with customers via an ever-increasing number of touchpoints. The additi... more Retailers are interacting with customers via an ever-increasing number of touchpoints. The addition of social media and mobile devices to the traditional physical and virtual retail platforms has created an evolving consumer practice of using several such "touchpoints" in the course of a single purchase (the "omni-channel”). The difficulty of providing high levels of customer service has increased with the necessity of managing multiple channels under the retailer’s control and coordinating formally or informally with touchpoints not directly within the retailer’s own operations. Multiple sources of potentially conflicting information (e.g., order fulfillment) can lead to miscommunication, and thus poor service experience for customers. The purpose of this paper is to describe two preliminary studies that explore how well retailers are prepared for this increasing complexity via a content analysis of retailer website language regarding customer service policies. Impli...
Retailers are interacting with customers via an ever-increasing number of touchpoints. The additi... more Retailers are interacting with customers via an ever-increasing number of touchpoints. The addition of social media and mobile devices to the traditional physical and virtual retail platforms has created an evolving consumer practice of using several such "touchpoints" in the course of a single purchase (the "omnichannel”). The difficulty of providing high levels of customer service has increased with the necessity of managing multiple channels under the retailer’s control and coordinating formally or informally with those touchpoints not directly in the retailer’s own operations. Multiple sources of potentially conflicting information (e.g., order fulfillment) can lead to miscommunication, and thus poor service experience for customers. The purpose of this paper is to describe a five-phase study in which we explore how retailers have responded to the increasing complexity. After describing the retailing environment in this new era we lay out the phases in this resear...
Http Dx Doi Org 10 1080 1046669x 2012 635369, 2012
We introduce the SAPSaC model to see how relationship characteristics influence the implementatio... more We introduce the SAPSaC model to see how relationship characteristics influence the implementation and outcomes of a specific type of inter-organization information system—electronic data interchange (EDI). Using a relational exchange perspective, we examine the effects of interfirm system characteristics, target firm capabilities, and initiator assistance, on project outcomes. We explore effects of three system characteristics—relationalism, dependence, and tenure on initiator assistance. System characteristics and assistance are hypothesized to affect outcomes—project performance, satisfaction, and commitment to the relationship. We consider the target's task readiness an additional determinant of initiator assistance and performance. Using sample survey data from firms in the housewares industry, we find that initiator assistance stems from relationalism, not tenure. From the target's perspective, project performance derives from relationalism and tenure. Satisfaction is driven by relationalism, tenure, assistance, and performance. Commitment comes from relationalism, dependence, and satisfaction. A multi-industry study successfully replicates most of the results.
We present an experiential classroom,exercise that helps marketing students learn one of the root... more We present an experiential classroom,exercise that helps marketing students learn one of the root causes,of communicatione rrors within marketing dyads. Combining knowledge from the fields of marketing, communication, and psychology, The Communication,Exercise presents students with a list of words and phrases that are common substitutes for actual probability and time, respectively. The procedure illustrates bases for miscommunicationand,fosters discussion about
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